Negotiation Jujitsu

What if They wint Play (Use chat Jujitsu) Getting to YesNegotiating symmetry Without Giving In By Roger Fisher and William Ury Vikas Singh Ed Hill What if They Wont Play Theymaystatetheirpositioninunequivocal terms Concernedonlywithmaximizingtheirowngains Theymay ardouryouinplaceofattackingthe chores Three Basic Strategies What you peck do What they atomic number 50 do Negotiation Jujitsu What a tierce ships company can do One Text Mediation Procedure Negotiation Jujitsu Three Basic Maneuvers Asserting their position forcefully attack your ideas Attacking you Dont attack their position, look behind it incomplete reject nor accept the position Treat it as one workable survival of the fittest Look for interest and rulers behind it Think of ways to purify it Dont defend your ideas, invite criticism and advice Invite criticism, preferably of resisting it Ask them what is wrong with a particular idea or an option Use their criticism and advice to find out their underlying interests and principles Rework your ideas in light of what you learnRecast an attack on you as an attack on the problem Resist the temptation to defend yourself or attack them Listen to them hear what they are saying Recast their attack on you as an attack on the problem Ask questions and pause Use questions instead of statements secrecy One-text procedure Call in a third party to dismantle the people from the problem Direct the discussion to interests and options Suggest impartial foundation for resolving differences Separate invention from decision making How does a third party do this Asksabouttheinterestsratherthanpositions Learnallabouttheirneedsandinterests Suggest a provisional dissolver/ testimony Askthemtocritiqueitorsuggestimprovements Improvisetherecommendationinlightofinputs Presentthefinalsolution Getting them to play The case of Jones Realty and Frank Turnbull $600 rent per calendar month Apartment under rent controlMax rent at $466 per month Mrs. Jones reimburses after several long scrupulous talks sessions computer storage Phrases Please correct me if Im wrong. We appreciate what youve done for us. Our associate is fairness We would like to settle this on the basis of Independent standards, non of who can do what to whom Trust is a separate issue birth Phrases (cont. ) CouldIaskyouafewquestionstoseewhether my facts are right? Whatstheprinciplebehindyouraction? allowmeseeifIunderstandwhatyouresaying Letme find outbacktoyou Let me show you where I have rag adjacent some of your resolveing Stock Phrases (cont. ) One fair solution might be. If we agree.. If we disagree. Wed be happy to see if we can conduct when its most convenient for you Its been a pleasure traffic with you Please correct me If Im wrong Establish dialogue based on reason Invitation to participate uncorrupted probability you wint lose face Opening to correction and persuasion sets the belief We appreciate wha t youve done for us Through acquit, separate people from problem Defuses self-image threat Other cheek now has something to lose Praise and support Our concern is fairness Take basic stand on principle Remain open Both ends and means to accomplish ends are principled We would like to settle this on the basis of independent standards, no of who can do what to whom Dont lose temper- and thus, control Bring dialogue back to merits Good example of negotiation jujitsu Reinforces principled negotiation Trust is a separate Issue Slip out of inlet Remain firm on the principle Could I ask you a few questions to see whether my facts are right? Statements of fact can be threatening, questions are better Phrasing info as questions allows open booking Lays foundation for agreed upon facts Whats the principle behind your action? A principled negotiator neither accepts nor rejects other cheeks cerebration Leads other side to search for reasons Negotiation continues on prin ciple Let me see If I understand what youre saying Principled negotiation requires good communication Other side more likely to attend and be more receptive Let me get back to you Good negotiator rarely makes important decisions on the spot Timeanddistancehelptoseparatepeoplefrom problem Goodnegotiatorscomestotablewithcredible reason for leaving Allowsdiscussionwithconstituents(Paul) Freshcommitmenttoprinciplednegotiation Let me show you where I have trouble following some of your reasoning Present reasons before offering proposal purpose first will often lead to other side non listening to reasons Considering counterproposals One fair solution might be. Proposal not as yours, but as fair option Proposal not as only solution, but one fair solution If we agree.. If we disagree. quiz to make it easy for other side Trickiest part is to communicate the alternative Use of third party Creates distance, thus, breakup of people from problems Dont always reveal BATNA Wed be happy to see if we can leave when its most convenient for you Incorporate other sides interests Allows for other side to save face Other side feels good about agreement Its been a pleasure dealing with you End on a good note Reestablishes principle of separation of people from problem Relationship maintained Summary You can get the other side to play principled negotiation, even if they dont want to at first Principled negotiation, negotiation jujitsu, or a third party all work